Академический Документы
Профессиональный Документы
Культура Документы
CUSTOMER RELATIONSHIP
MANAGEMENT
2.1
INTRODUCTION
7-9
2.2
MEANING OF CRM
10
2.3
GOALS OF CRM
11-13
3
14
3.1
INTRODUCTION
15-17
3.2
18-20
3.3
21-23
3.4
CRM STRATEGIES
24-28
29
4.1
30-33
4.2
34-36
4.3
3IMPLEMENTATION OF CRM IN INDIAN BANKS
37-39
4.4
40
4.5
CRM PRINCIPLES
41-48
BENEFITS OF CRM
49
5.1
5.2
58-60
61
6.1
62-66
6.2
RECOMMENDATION
71-72
CONCLUSION
73-74
BIBLIOGRAPHY
75INTRODUCTION TO CRM
2.1 INTRODUCTION
CRM, or Customer relationship management, is
a number of strategies and technologies that are used to
build stronger relationships between companies and their
customers. A company will store information that is
related to their customers, and they will spend time
analyzing it so that it can be used for this purpose. Some
of the methods connected with CRM are automated, and
the purpose of this is to create marketing strategies
which are targeted towards specific customers. The
strategies used will be dependent on the information that
is contained within the system. Customer relationship
management is commonly used by corporations, and
they will focus on maintaining a strong relationship with
their clients.
CRM OVERVIEW
2.2 MEANING OF CRM
DEFINITION OF CRM
“Customer Relationship Management (CRM) is a co-
ordinate approach to the selling process allowing the
various operational, customer contact and sales
promotional functions of an organization to function as a
whole.”
2) Increasing Efficiency:
CUSTOMER
RELATIONSHIP
MANAGEMENT
IN BANKS
chapter
3.1 INTRODUCTION
1) Responses to campaigns,
4) Account information,
7) Demographic data,
STEPS TO FOLLOW
The following steps minimize the work regarding
adoption of CRM strategy. These are:
Customer Data
A common problem many organizations share is
integrating customer information. When information is
disparate and fragmented, it is difficult to know who the
customers are, and the nature of their associations or
relationships. This also makes it difficult to capitalize on
opportunities to increase customer service, loyalty and
profitability. For example, knowing that other family
members are also customers provides an opportunity to
up-sell or cross-sell products or services, or knowing that
a customer uses several sources of interaction with a
supplier can also provide opportunities to enhance the
relationship.
• Prospecting
• Selling
CUSTOMER
RELATIONSHIP
MANAGEMENT
IN
INDIAN BANKS
4.1CRM IN INDIAN BANKS
1. Customer focus
3. Process approach
4. System approach
5. Involvement of people
BENEFITS OF CRM
BENEFITS OF CRM TO BANKS
Despite the fact that in most banks profits
sometimes fail, they seldom pay attention to or adopt any
customer strategy. It has long been the misconception
that banks need not pay much attention to customer
focus just because they had customers. Some banks even
if they possess good customer relationships are unable to
cross sell as they have not figured out who to target with
what product/service. What happens is that customers
are often approached for the wrong products.
2. Overall Profitability
3. Satisfied Customers
6. Customer Segregation
CHALLENGES
FOR
CRM
IMPLMENTATION
6.1CHALLENGES FACED BY BANKS IN
SUCCESSFUL IMPLEMENTATION
OF CRM
The most pervasive challenges to effective customer
knowledge include:
2.Customer profitability
CONCLUSION
BOOKS
• Customer Relationship Management-Mohamed HP
NEWSPAPERS
• Times of India
• Hindustan Times
WEBLOGRAPHY
• www.crm.com
• www.businessline.com
• www.customerrelation.com
• www.marketing.com